Relationship Management, MD
About The Position
The Managing Director, Asset Owner Relationship Management Team Lead drives strategic engagement and service delivery across a diverse portfolio of institutional clients, including public pensions, endowments, foundations, corporations, and OCIOs. This player-coach oversees a large and complex book of Asset Owner clients and leads a high-performing relationship management team. The role focuses on deepening client relationships, delivering integrated solutions, and advancing State Street’s position as a provider of technology, data, and operational services to Asset Owners. It involves engagement with senior executives internally and at leading Asset Owner organizations to help shape State Street’s strategy for this segment. The team supports institutional investors globally in managing risk, responding to challenges, and driving performance and profitability. The role sets an example in leadership and capability, helps teams deliver OneStateStreet to clients, promotes straightforward and scalable solutions, and contributes to business growth and stronger client relationships. The role leads strategic relationship coverage and executive sponsorship for top-tier clients, coordinating cross-functional delivery and strategic planning. It also involves building and developing a team of relationship managers; partnering with product, technology, and operations teams to deliver front-to-back solutions; supporting market positioning and revenue growth; and managing client sentiment, service remediation, risk items, and regulatory and governance obligations. The Relationship Manager Lead also owns client growth and retention activities, account planning and reporting, CRM records, client metrics and KPIs, escalations, presentations, meetings, RFPs, and sales execution.
Requirements
- 15+ years of experience in institutional relationship management, preferably within Asset Owner segments.
- Proven leadership in managing complex client relationships and cross-functional teams.
- Ability to facilitate meetings with all levels of client organizations, from executive leadership to operational contacts.
- Ability to understand clients’ businesses, challenges, and strategic direction and articulate value propositions for new products and solutions.
- Proven ability to earn client trust and develop internal and external relationships.
- Deep understanding of investment operations, data platforms, and regulatory environments.
- Exceptional communication and negotiation skills, and executive presence.
- Bachelor’s degree required.
Nice To Haves
- Advanced degree.
- CFA.
Responsibilities
- Lead strategic relationship coverage for a portfolio of Asset Owner clients, aligning service with client goals and institutional mandates.
- Serve as executive sponsor and/or relationship manager for top-tier clients, coordinating cross-functional delivery and strategic planning.
- Act as a senior escalation and relationship management point of contact for clients in the portfolio.
- Build, mentor, and lead a team of relationship managers, fostering excellence, collaboration, client centricity, and OneStateStreet.
- Promote diversity, equity, and inclusion within the team and in client engagement practices.
- Partner with product, technology, and operations teams to deliver integrated front-to-back solutions, including custody, accounting, performance, and data services.
- Advocate for clients across Product, Technology, and Operations to align investment decisions with client needs.
- Collaborate with sales and marketing to refine messaging about alternatives, performance, and State Street’s holistic approach to the Asset Owner segment.
- Identify and pursue strategic opportunities to expand capabilities and revenue.
- Proactively manage client sentiment, address red and amber accounts, and resolve outstanding risk items.
- Maintain compliance with regulatory standards and internal governance frameworks.
- Monitor client perceptions of service quality, including NPS, and partner with business leads to maintain focus on client service and requirements.
- Develop new business and/or products for assigned clients while retaining existing revenue streams.
- Drive organic and incremental growth, committed new-business revenue, and assigned client revenue goals.
- Prepare account plans and business overviews for internal stakeholders, including pipeline, trends, and year-over-year analysis.
- Maintain assigned-account data in the SF360 CRM, including account details, contacts, opportunities, meetings, current-provider insights, and campaigns.
- Promote the company’s products and services with business partners and introduce suitable new products and service solutions to clients.
- Coordinate State Street services across client delivery, product groups, regional teams, sales staff, and clients.
- Shepherd critical service issues and roadblocks through to resolution.
- Assist with client presentations, meetings, product collaboration, RFPs, and sales execution.
- Develop and report client metrics and dashboards, and meet assigned KPIs.
Benefits
- 401(k) retirement savings plan with company match.
- Insurance coverage, including basic life, medical, dental, vision, and long-term disability, as well as optional additional coverages.
- Paid time off, including vacation, sick leave, short-term disability, and family-care responsibilities.
- Access to an Employee Assistance Program.
- Eligibility for annual performance-based incentive awards, with certain sales roles subject to sales incentive plans.
- Eligibility for certain tax-advantaged savings plans.
- Inclusive development opportunities.
- Flexible work-life support.
- Paid volunteer days.
- Employee networks.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
